3,138
Views
3
CrossRef citations to date
0
Altmetric
Research Articles

Bridging the Trust Gap in Influencer Marketing: Ways to Sustain Consumers’ Trust and Assuage Their Distrust in the Social Media Influencer Landscape

, &
Pages 3445-3460 | Received 25 Oct 2021, Accepted 01 Jul 2022, Published online: 17 Jul 2022

References

  • Akhtar, N., Sun, J., Chen, J., & Akhtar, M. N. (2020). The role of attitude ambivalence in conflicting online hotel reviews. Journal of Hospitality Marketing & Management, 29(4), 471–502. https://doi.org/10.1080/19368623.2019.1650684
  • Argo, J. J., & Main, K. J. (2008). Stigma by association in coupon redemption: Looking cheap because of others. Journal of Consumer Research, 35(4), 559–572. https://doi.org/10.1086/591102.
  • Asan, O., Flynn, K. E., Azam, L., & Scanlon, M. C. (2017). Nurses' perceptions of a novel health information technology: A qualitative study in the pediatric intensive care unit. International Journal of Human-Computer Interaction, 33(4), 258–264. https://doi.org/10.1080/10447318.2017.1279828.
  • Asghar, H. M. (2015). Measuring information seeking through Facebook: Scale development and initial evidence of Information Seeking in Facebook Scale (ISFS). Computers in Human Behavior, 52, 259–270. https://doi.org/10.1016/j.chb.2015.06.005.
  • Audrezet, A., De Kerviler, G., & Moulard, J. G. (2020). Authenticity under threat: When social media influencers need to go beyond self-presentation. Journal of Business Research, 117, 557–569. https://doi.org/10.1016/j.jbusres.2018.07.008.
  • Bagozzi, R. P., Li, Y. J., & Phillips, L. W. (1991). Assessing construct-validity in organizational research. Administrative Science Quarterly, 36(3), 421–458. https://doi.org/10.2307/2393203.
  • Balaban, D., & Mustățea, M. (2019). Users’ perspective on the credibility of social media influencers in Romania and Germany. Romanian Journal of Communication and Public Relations, 21(1), 31–46. https://doi.org/10.21018/rjcpr.2019.1.269.
  • Barber, B. (1983). The logic and limits of trust. New Rutgers University Press.
  • Bascandziev, I., & Harris, P. L. (2014). In beauty we trust: Children prefer information from more attractive informants. The British Journal of Developmental Psychology, 32(1), 94–99. https://doi.org/10.1111/bjdp.12022.
  • Breves, P. L., Liebers, N., Abt, M., & Kunze, A. (2019). The perceived fit between Instagram influencers and the endorsed brand: How influencer–brand fit affects source credibility and persuasive effectiveness. Journal of Advertising Research, 59(4), 440–454. https://doi.org/10.2501/JAR-2019-030.
  • Brewer, M. B. (1979). In-Group Bias in the Minimal Intergroup Situation - Cognitive-Motivational Analysis. Psychological Bulletin, 86(2), 307–324. https://doi.org/10.1037/0033-2909.86.2.307.
  • Carlson, J., Rahman, S. M., Rahman, M. M., Wyllie, J., & Voola, R. (2021). Engaging Gen Y customers in online brand communities: A cross-national assessment. International Journal of Information Management, 56, 102252–102216. https://doi.org/10.1016/j.ijinfomgt.2020.102252.
  • Chan, T., Wong, C., Lai, K., Lun, V., Ng, C., & Ngai, E. (2016). Green service: Construct development and measurement validation. Production and Operations Management, 25(3), 432–457. https://doi.org/10.1111/poms.12407.
  • Chang, Y. S., & Fang, S. R. (2013). Antecedents and distinctions between online trust and distrust: Predicting high-and low-risk internet behaviors. Journal of Electronic Commerce Research, 14(2), 149–166.
  • Charton-Vachet, F., Lombart, C., & Louis, D. (2020). Impact of attitude towards a region on purchase intention of regional products: The mediating effects of perceived value and preference. International Journal of Retail & Distribution Management, 48(7), 707–725. https://doi.org/10.1108/Ijrdm-09-2019-0315.
  • Childers, C., & Boatwright, B. (2021). Do digital natives recognize digital influence? Generational differences and understanding of social media influencers. Journal of Current Issues & Research in Advertising, 42(4), 425–442. https://doi.org/10.1080/10641734.2020.1830893.
  • Cho, C.-H., & University of Texas at Austin. (2004). Why do people avoid advertising on the internet? Journal of Advertising, 33(4), 89–97. https://doi.org/10.1080/00913367.2004.10639175.
  • Cho, J. (2006). The mechanism of trust and distrust formation and their relational outcomes. Journal of Retailing, 82(1), 25–35. https://doi.org/10.1016/j.jretai.2005.11.002.
  • Cohen, J. (2013). Statistical power analysis for the behavioral sciences. Academic Press.
  • Colliander, J., & Marder, B. (2018). ‘Snap happy’ brands: Increasing publicity effectiveness through a snapshot aesthetic when marketing a brand on Instagram. Computers in Human Behavior, 78, 34–43. https://doi.org/10.1016/j.chb.2017.09.015.
  • Conner, M., & Armitage, C. J. (2008). Attitudinal ambivalence. In W. D. Crano & R. Prislin (Eds.), Attitudes and attitude change (pp. 261–286). Psychology Press.
  • Corbin, J. M., & Strauss, A. (1990). Grounded theory research: Procedures, canons, and evaluative criteria. Qualitative Sociology, 13(1), 3–21. https://doi.org/10.1007/BF00988593
  • Cornelis, E., Heuvinck, N., & Majmundar, A. (2020). The ambivalence story: Using refutation to counter the negative effects of ambivalence in two-sided messages. International Journal of Advertising, 39(3), 410–432. https://doi.org/10.1080/02650487.2019.1624348
  • De Veirman, M., Cauberghe, V., & Hudders, L. (2017). Marketing through Instagram influencers: The impact of number of followers and product divergence on brand attitude. International Journal of Advertising, 36(5), 798–828. https://doi.org/10.1080/02650487.2017.1348035
  • De Veirman, M., & Hudders, L. (2020). Disclosing sponsored Instagram posts: The role of material connection with the brand and message-sidedness when disclosing covert advertising. International Journal of Advertising, 39(1), 94–130. https://doi.org/10.1080/02650487.2019.1575108
  • Dimoka, A. (2010). What does the brain tell us about trust and distrust? Evidence from a functional neuroimaging study. MIS Quarterly, 34(2), 373–396. https://doi.org/10.2307/20721433
  • Djurica, D., & Mendling, J. (2020, September 12–16). Impact of influencer type and advertisement disclosure on perceived trust, credibility and purchase intention. Americas Conference on Information Systems, Utah.
  • Elliott, M. T., & Speck, P. S. (1998). Consumer perceptions of advertising clutter and its impact across various media. Journal of Advertising Research, 38(1), 29–30.
  • Evans, N. J., Phua, J., Lim, J., & Jun, H. (2017). Disclosing Instagram influencer advertising: The effects of disclosure language on advertising recognition, attitudes, and behavioral intent. Journal of Interactive Advertising, 17(2), 138–149. https://doi.org/10.1080/15252019.2017.1366885
  • Everard, A., & Galletta, D. F. (2005). How presentation flaws affect perceived site quality, trust, and intention to purchase from an online store. Journal of Management Information Systems, 22(3), 56–95. https://doi.org/10.2753/MIS0742-1222220303
  • Falk, R. F., & Miller, N. B. (1992). A primer for soft modeling. University of Akron Press.
  • Feick, L., & Higie, R. A. (1992). The effects of preference heterogeneity and source characteristics on ad processing and judgements about endorsers. Journal of Advertising, 21(2), 9–24. https://doi.org/10.1080/00913367.1992.10673364
  • Feng, Y., Chen, H., & Kong, Q. (2021). An expert with whom I can identify: The role of narratives in influencer marketing. International Journal of Advertising, 40(7), 972–993. https://doi.org/10.1080/02650487.2020.1824751.
  • Flavian, C., Guinalíu, M., & Jordan, P. (2019). Antecedents and consequences of trust on a virtual team leader. European Journal of Management and Business Economics, 28(1), 2–24. https://doi.org/10.1108/EJMBE-11-2017-0043.
  • Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50. https://doi.org/10.2307/3151312.
  • Ganguly, B., Dash, S. B., & Cyr, D. (2009). Website characteristics, trust and purchase intention in online stores: An empirical study in the Indian context. Journal of Information Science & Technology, 6(2), 22–44. https://doi.org/10.1080/15332861.2016.1191053.
  • Gardner, P. (1987). Measuring ambivalence to science. Journal of Research in Science Teaching, 24(3), 241–247. https://doi.org/10.1002/tea.3660240305
  • Gilbert, L. G., Childers, C., Boatwright, B. (2020). Fyre Festival: The good, the bad, the ugly and its impact on influencer marketing. Chancellor’s Honors Program Projects, 1–26. https://trace.tennessee.edu/utk_chanhonoproj/2320.
  • Ha, L., & McCann, K. (2008). An integrated model of advertising clutter in offline and online media. International Journal of Advertising, 27(4), 569–592. https://doi.org/10.2501/S0265048708080153
  • Hair, J. F., Hult, G. T. M., Ringle, C. M., & Sarstedt, M. (2017). A primer on partial least squares structural equation modeling (PLS-SEM) (2nd ed.). Sage.
  • Hair, J. F., Risher, J. J., Sarstedt, M., & Ringle, C. M. (2019). When to use and how to report the results of PLS-SEM. European Business Review, 31(1), 2–24. https://doi.org/10.1108/Ebr-11-2018-0203.
  • Hair, J. F., Sarstedt, M., Ringle, C. M., & Gudergan, S. P. (2018). Advanced issues in partial least squares structural equations modeling (PLS-SEM). Sage.
  • Hajli, M. N. (2014). A study of the impact of social media on consumers. International Journal of Market Research, 56(3), 387–404. https://doi.org/10.2501/Ijmr-2014-025.
  • Han, M. C. (2014). How social network characteristics affect users’ trust and purchase intention. International Journal of Business and Management, 9(8), 122–132. https://doi.org/10.5539/ijbm.v9n8p122
  • Henseler, J., Ringle, C. M., & Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the Academy of Marketing Science, 43(1), 115–135. https://doi.org/10.1007/s11747-014-0403-8.
  • Holbrook, M. B., & Batra, R. (1987). Toward a standardized emotional profile (SEP) useful in measuring responses to the nonverbal components of advertising. In S. Hecker & D. W. Stewert (Eds.), Nonverbal communication in advertising (pp. 95–109). Lexington Books.
  • Influence.co. (2022). Ethics & influencers. Retrieved March 16 from https://influence.co/go/content/influencer-ethics
  • Influencer Intelligence (2020). What consumers think about influencer marketing. https://hello.econsultancy.com/whatconsumersthink-fom/.
  • Jain, V., & Roy, S. (2016). The U-constructs and mobile usage behavior: Development and validation of the U-Feat Scale. International Journal of Human-Computer Interaction, 32(2), 155–173. https://doi.org/10.1080/10447318.2015.1133396.
  • Jamil, R. A., & Qayyum, A. (2022). Word of mouse vs word of influencer? An experimental investigation into the consumers’ preferred source of online information. Management Research Review, 45(2), 173–197. https://doi.org/10.1108/MRR-03-2021-0184.
  • Jang, W., Kim, J., Kim, S., & Chun, J. W. (2021). The role of engagement in travel influencer marketing: The perspectives of dual process theory and the source credibility model. Current Issues in Tourism, 24(17), 2416–2420. https://doi.org/10.1080/13683500.2020.1845126.
  • Jewell, R. D., Coupey, E., & Jones, M. T. (2002). Catch a tiger by his toe: Ambivalence in decision making in the 2000 presidential election. In S. M. Broniarczyk & K. Nakamoto (Eds.), Advances in consumer research (Vol. 29, pp. 333–338). Association for Consumer Research.
  • Jin, S. V., Ryu, E., & Muqaddam, A. (2021). I trust what she's# endorsing on Instagram: Moderating effects of parasocial interaction and social presence in fashion influencer marketing. Journal of Fashion Marketing and Management: An International Journal, 25(4), 665–681. https://doi.org/10.1108/JFMM-04-2020-0059
  • Johnson, D., & Grayson, K. (2005). Cognitive and affective trust in service relationships. Journal of Business Research, 58(4), 500–507. https://doi.org/10.1016/S0148-2963(03)00140-1
  • Kanazawa, S. (2011). Intelligence and physical attractiveness. Intelligence, 39(1), 7–14. https://doi.org/10.1016/j.intell.2010.11.003
  • Kassarjian, H. H. (1977). Content analysis in consumer research. Journal of Consumer Research, 4(1), 8–18. https://doi.org/10.1086/208674.
  • Ki, C. W., Cuevas, L. M., Chong, S. M., & Lim, H. (2020). Influencer marketing: Social media influencers as human brands attaching to followers and yielding positive marketing results by fulfilling needs. Journal of Retailing and Consumer Services, 55, 102133. https://doi.org/10.1016/j.jretconser.2020.102133.
  • Ki, C. W., & Kim, Y. K. (2019). The mechanism by which social media influencers persuade consumers: The role of consumers’ desire to mimic. Psychology & Marketing, 36(10), 905–922. https://doi.org/10.1002/mar.21244.
  • Ki, C. W., Lee, K. B., & Kim, Y. K. (2017). Pleasure and guilt: How do they interplay in luxury consumption? European Journal of Marketing, 54(4), 722–747. https://doi.org/10.1108/EJM-07-2015-0419.
  • Ki, C. W., Park, S., & Kim, Y. K. (2022). Investigating the mechanism through which consumers are “inspired by” social media influencers and “inspired to” adopt influencers’ exemplars as social defaults. Journal of Business Research, 144, 264–277. https://doi.org/10.1016/j.jbusres.2022.01.071.
  • Kim, D. Y., & Kim, H. Y. (2021). Trust me, trust me not: A nuanced view of influencer marketing on social media. Journal of Business Research, 134, 223–232. https://doi.org/10.1016/j.jbusres.2021.05.024
  • Kim, Y. A., & Ahmad, M. A. (2013). Trust, distrust and lack of confidence of users in online social media-sharing communities. Knowledge-Based Systems, 37, 438–450. https://doi.org/10.1016/j.knosys.2012.09.002.
  • Kumar, N., Scheer, L. K., & Steenkamp, J.-B E. (1995). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32(3), 348–356. https://doi.org/10.1177/002224379503200309
  • Kusumasondjaja, S. (2019). Exploring the role of visual aesthetics and presentation modality in luxury fashion brand communication on Instagram. Journal of Fashion Marketing and Management: An International Journal, 24(1), 15–31. https://doi.org/10.1108/JFMM-02-2019-0019.
  • Li, J. Y., Guo, F., Qu, Q. X., & Hao, D. M. (2021). How does perceived overload in mobile social media influence users’ passive usage intentions? Considering the mediating roles of privacy concerns and social media fatigue. International Journal of Human-Computer Interaction, 38(10), 983–992. https://doi.org/10.1080/10447318.2021.1986318
  • Lee, B. S., & Cho, E. (2022). The relative effects of trust and distrust on information acceptance from mobile word-of-mouth and the moderating role of event significance and the aggregate preference. International Journal of Human–Computer Interaction, 1–15. https://doi.org/10.1080/10447318.2022.2041910.
  • Lee, E. B., Lee, S. G., & Yang, C. G. (2017). The influences of advertisement attitude and brand attitude on purchase intention of smartphone advertising. Industrial Management & Data Systems, 117(6), 1011–1036. https://doi.org/10.1108/Imds-06-2016-0229.
  • Legislative Council Secretariat. (2019). Social media usage in Hong Kong (ISSH15/19-20). https://www.legco.gov.hk/research-publications/english/1920issh15-social-media-usage-in-hong-kong-20191212-e.pdf.
  • Lewicki, R. J., McAllister, D. J., & Bies, R. J. (1998). Trust and distrust: New relationships and realities. The Academy of Management Review, 23(3), 438–458. https://doi.org/10.2307/259288
  • Lewis, J. D., & Weigert, A. (1985). Trust as a social reality. Social Forces, 63(4), 967–985. https://doi.org/10.1093/sf/63.4.967.
  • Lou, C., & Yuan, S. (2019). Influencer marketing: How message value and credibility affect consumer trust of branded content on social media. Journal of Interactive Advertising, 19(1), 58–73. https://doi.org/10.1080/15252019.2018.1533501
  • Mano, H., & Oliver, R. L. (1993). Assessing the dimensionality and structure of the consumption experience: Evaluation, feeling, and satisfaction. Journal of Consumer Research, 20(3), 451–466. https://doi.org/10.1086/209361
  • Manthiou, A., Hickman, E., Klaus, P., & Services, C. (2020). Beyond good and bad: Challenging the suggested role of emotions in customer experience (CX) research. Journal of Retailing and Consumer Services, 57, 102218. https://doi.org/10.1016/j.jretconser.2020.102218.
  • Merz, J. (2019). From trusted friend to trusted brand? Influencer marketing between trust and mistrust. In T. Osburg & S. Heinecke (Eds.), Media trust in a digital world (pp. 117–126). Springer.
  • Moody, G. D., Galletta, D. F., & Lowry, P. B. (2014). When trust and distrust collide online: The engenderment and role of consumer ambivalence in online consumer behavior. Electronic Commerce Research and Applications, 13(4), 266–282. https://doi.org/10.1016/j.elerap.2014.05.001
  • Moore, J. J., & Rodgers, S. L. (2005, March 31–April 3). An examination of advertising credibility and skepticism in five different media using the persuasion knowledge model. The 2005 Conference of the American Academy of Advertising, Texas.
  • Nagle, B., Williams, N. (2013). Methodology brief: Introduction to focus groups. Center for Assessment, Planning and Accountability. http://www.mmgconnect.com/projects/userfiles/file/focusgroupbrief.pdf
  • Netemeyer, R. G., Maxham, J. G., III, & Pullig, C. (2005). Conflicts in the work–family interface: Links to job stress, customer service employee performance, and customer purchase intent. Journal of Marketing, 69(2), 130–143. https://doi.org/10.1509/jmkg.69.2.130.60758
  • Nia, M. R., & Shokouhyar, S. (2020). Analyzing the effects of visual aesthetic of web pages on users’ responses in online retailing using the VisAWI method. Journal of Research in Interactive Marketing, 14(4), 357–389. https://doi.org/10.1108/JRIM-11-2018-0147.
  • Nicholson, C. Y., Compeau, L. D., & Sethi, R. (2001). The role of interpersonal liking in building trust in long-term channel relationships. Journal of the Academy of Marketing Science, 29(1), 3–15. https://doi.org/10.1177/0092070301291001
  • Nunnally, J. C., & Bernstein, I. H. (1994). Psychometric theory (Third ed.). McGraw-Hill.
  • Otnes, C., Lowrey, T. M., & Shrum, L. (1997). Toward an understanding of consumer ambivalence. Journal of Consumer Research, 24(1), 80–93. https://doi.org/10.1086/209495.
  • Pang, J., Keh, H. T., Li, X., & Maheswaran, D. (2017). Every coin has two sides”: The effects of dialectical thinking and attitudinal ambivalence on psychological discomfort and consumer choice. Journal of Consumer Psychology, 27(2), 218–230. https://doi.org/10.1016/j.jcps.2016.10.001
  • Peng, D. X., & Lai, F. J. (2012). Using partial least squares in operations management research: A practical guideline and summary of past research. Journal of Operations Management, 30(6), 467–480. https://doi.org/10.1016/j.jom.2012.06.002.
  • Penton-Voak, I. S., & Perrett, D. I. (2000). Female preference for male faces changes cyclically: Further evidence. Evolution and Human Behavior, 21(1), 39–48. https://doi.org/10.1016/S1090-5138(99)00033-1
  • Penz, E., & Hogg, M. K. (2011). The role of mixed emotions in consumer behaviour. European Journal of Marketing, 45(1/2), 104–132. https://doi.org/10.1108/03090561111095612.
  • Pierce, J. R., & Aguinis, H. (2013). The too-much-of-a-good-thing effect in management. Journal of Management, 39(2), 313–338. https://doi.org/10.1177/0149206311410060.
  • Podsakoff, P. M., MacKenzie, S. B., Lee, J. Y., & Podsakoff, N. P. (2003). Common method biases in behavioral research: A critical review of the literature and recommended remedies. The Journal of Applied Psychology, 88(5), 879–903. https://doi.org/10.1037/0021-9101.88.5.879.
  • Ramayah, T., Cheah, J., Chuah, F., Ting, H., & Memon, M. (2018). Partial least squares structural equation modeling (PLS-SEM) using SmartPLS 3.0: An updated guide and practical guide to statistical analysis (2nd ed.). Pearson.
  • Ramsey, J. B. (1969). Tests for specification errors in classical linear least‐squares regression analysis. Journal of the Royal Statistical Society: Series B, 31(2), 350–371. https://doi.org/10.1111/j.2517-6161.1969.tb00796.x.
  • Reingen, P. H., & Kernan, J. B. (1993). Social perception and interpersonal influence: Some consequences of the physical attractiveness stereotype in a personal selling setting. Journal of Consumer Psychology, 2(1), 25–38. https://doi.org/10.1016/S1057-7408(08)80073-3.
  • Reinikainen, H., Munnukka, J., Maity, D., & Luoma-aho, V. (2020). ‘You really are a great big sister’– parasocial relationships, credibility, and the moderating role of audience comments in influencer marketing. Journal of Marketing Management, 36(3–4), 279–298. https://doi.org/10.1080/0267257X.2019.1708781
  • Rejón-Guardia, F., & Martínez-López, F. J. (2014). Online advertising intrusiveness and consumers’ avoidance behaviors. In F. J. Martínez-López (Ed.), Handbook of strategic E-business management. (pp. 565–586) Springer.
  • Roster, C. A., & Richins, M. L. (2009). Ambivalence and attitudes in consumer replacement decisions. Journal of Consumer Psychology, 19(1), 48–61. https://doi.org/10.1016/j.jcps.2008.12.008
  • Salminen, J., Kaate, I., Kamel, A. M. S., Jung, S. G., & Jansen, B. J. (2021). How does personification impact ad performance and empathy? An experiment with online advertising. International Journal of Human–Computer Interaction, 37(2), 141–155. https://doi.org/10.1080/10447318.2020.1809246.
  • Sarstedt, M., Ringle, C. M., & Hair, J. F. (2017). Treating unobserved heterogeneity in PLS-SEM: A multi-method approach. In H. Latan & R. Noonan (Eds.), Partial (pp. 197–217). Springer.
  • Schouten, A. P., Janssen, L., & Verspaget, M. (2020). Celebrity vs. influencer endorsements in advertising: The role of identification, credibility, and product-endorser fit. International Journal of Advertising, 39(2), 258–281. https://doi.org/10.1080/02650487.2019.1634898
  • Singh, J., Crisafulli, B., Quamina, L. T., & Xue, M. T. (2020). To trust or not to trust’: The impact of social media influencers on the reputation of corporate brands in crisis. Journal of Business Research, 119, 464–480. https://doi.org/10.1016/j.jbusres.2020.03.039.
  • Singh, R., Tay, Y. Y., & Sankaran, K. (2017). Causal role of trust in interpersonal attraction from attitude similarity. Journal of Social and Personal Relationships, 34(5), 717–731. https://doi.org/10.1177/0265407516656826.
  • Sipilä, J., Tarkiainen, A., & Sundqvist, S. (2018). Toward an improved conceptual understanding of consumer ambivalence. AMS Review, 8(3–4), 147–162. https://doi.org/10.1007/s13162-017-0098-3.
  • Statista. (2020). Influencer marketing. Retrieved June 28 from https://www.statista.com/study/28362/influence-marketing-statista-dossier/.
  • Stever, G. S. (1991). The celebrity appeal questionnaire. Psychological Reports, 68(3), 859–866. https://doi.org/10.2466/pr0.1991.68.3.859
  • Stubb, C., Nyström, A.-G., & Colliander, J. (2019). Influencer marketing: The impact of disclosing sponsorship compensation justification on sponsored content effectiveness. Journal of Communication Management, 23(2), 109–122. https://doi.org/10.1108/JCOM-11-2018-0119.
  • Suciu, P. (2019, December 20). Can we trust social media influencers? Forbes. https://www.forbes.com/sites/petersuciu/2019/12/20/can-we-trust-social-media-influencers/.
  • Taillon, B. J., Mueller, S. M., Kowalczyk, C. M., & Jones, D. N. (2020). Understanding the relationships between social media influencers and their followers: The moderating role of closeness. Journal of Product & Brand Management, 29(6), 767–782. https://doi.org/10.1108/Jpbm-03-2019-2292.
  • Valenzuela, C., Castellucci, L., Mena, M. T., & Bianchi, C. (2022). Consumer brand hate: The role of ambivalence. The International Review of Retail, Distribution and Consumer Research, 32(1), 100–125. https://doi.org/10.1080/09593969.2021.2018017.
  • Vanalle, R. M., Ganga, G. M. D., Godinho, M., & Lucato, W. C. (2017). Green supply chain management: An investigation of pressures, practices, and performance within the Brazilian automotive supply chain. Journal of Cleaner Production, 151, 250–259. https://doi.org/10.1016/j.jclepro.2017.03.066.
  • Wiedmann, K.-P., & von Mettenheim, W. (2021). Attractiveness, trustworthiness and expertise–social influencers’ winning formula? Journal of Product & Brand Management, 30(5), 707–725. https://doi.org/10.1108/JPBM-06-2019-2442.
  • Yang, J., Teran, C., Battocchio, A. F., Bertellotti, E., & Wrzesinski, S. (2021). Building brand authenticity on social media: The impact of Instagram ad model genuineness and trustworthiness on perceived brand authenticity and consumer responses. Journal of Interactive Advertising, 21(1), 34–48. https://doi.org/10.1080/15252019.2020.1860168.
  • Zemborain, M. R., & Johar, G. V. (2007). Attitudinal ambivalence and openness to persuasion: A framework for interpersonal influence. Journal of Consumer Research, 33(4), 506–514.
  • Zhou, S., Blazquez, M., McCormick, H., & Barnes, L. (2021). How social media influencers’ narrative strategies benefit cultivating influencer marketing: Tackling issues of cultural barriers, commercialised content, and sponsorship disclosure. Journal of Business Research, 134, 122–142. https://doi.org/10.1016/j.jbusres.2021.05.011.
  • Ziegler, C.-N., & Golbeck, J. (2007). Investigating interactions of trust and interest similarity. Decision Support Systems, 43(2), 460–475. https://doi.org/10.1016/j.dss.2006.11.003.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.